Technical Sales & Pre-Sales

Promising only what the handover day can prove

A company wins a three-room installation with a proposal that promised "excellent speech coverage throughout". On handover day the client's facilities manager stands at the back of the largest room, says it is not excellent, and withholds the final payment. Nobody can prove them wrong, because nobody wrote down what excellent meant.

Inside: What Technical Sales Is - Who Is Buying - Understanding the Need - Writing the Requirement - The Site Survey - Designing & Bridging - Estimating the Work - Answering a Tender - Proposing & Winning - Handing Over to Delivery - Technical Sales Mastered - Where to Go Next.